Case study
Transforming a global chemicals sales force to improve profitability and enable growth
Full commercial transformation improves operating profit by 400bps over four years and returns 10x fees in under nine months
Situation
The new leader of a $400M business unit within a $1B publicly traded chemicals company engaged the Candela team to help determine a path to grow, improve the profitability of the business, and reverse the decline of margins and operating profits the company had experienced over the past four years.
Candela's Role
Candela conducted a diagnostic of the business and market, which led to a broad set of strategic and tactical initiatives designed to improve profitability and position the company for growth - including pricing, production, customer segmentation, product development, and sales effectiveness. Our team then consolidated these efforts under a transformation program that launched with continued support for analysis, project management, and board communication.
Impact
The project returned cash flow equivalent to 10x fees in under nine months through pricing improvements and manufacturing footprint reduction. The business unit went on to improve operating profit by 400 basis points over four years, reaching 100% of the major goals established for the program.
>10x
Fees Returned
400bps
Op Margin Improvement
100%
Strategic Goals Achieved
